Frontline Sales
Frontline Relationship Selling Learning TrackThe Frontline Relationship Selling Learning Track is a five-course series on how to increase retail sales by practicing a set of proven selling skills.
Learning Track Outline: Course 1: Selling on the FrontlineIn today’s competitive marketplace, having good products and services is not enough to maintain your competitive advantage—the way to keep customers is by building strong business relationships. During this course, we explore different selling strategies and discuss the abundant benefits of applying a relationship selling approach.
Course 2: Building RapportAs a frontline salesperson, your relationship with a customer is extremely important because to your customers, you are the business! During this course, we explore the communication skills and techniques to build rapport and make every single interaction with a customer a positive one.
Course 3: Discovering Customer NeedsEffective salespeople are good communicators. They ask good questions in order to learn about their customers, and they listen to their responses! During this course, we discuss communication skills that will enable you to manage the discovery process and better understand your customer’s needs.
Course 4: Recommending SolutionsCustomers want solutions that will address their needs and help them achieve their objectives. During this course, we look at how to develop a solution that will do that, and how to communicate the benefits of your products and services as part of that solution.
Course 5: Closing the SaleWith a relationship selling approach, you’re “closing” throughout the sales process by gaining agreement on needs, understanding how you can provide value, and recommending solutions that are on target. All that’s left is asking for the business and handling any objections the customer might bring up. During this course, we explore ways to do just that—with confidence!
Skills Addressed:
- Building customer relationships
- Recommending solutions
- Establishing rapport
- Handling objections
- Discovering customer needs
- Asking for the business
- Defining customer value
Duration of each course:
25 minutes
Duration of learning track:
Approximately 3 hours
Reinforcement Materials:
- Learning Track Workbook for Students
- Review and Reinforcement Guide for Managers
Online Courses
Our online courses are presented in learning tracks that focus on a particular topic. Each learning track is made up of a series of four to six courses, and includes a student workbook, development tools, and a reinforcement guide for managers.
